Curriculum
- 11 Sections
- 84 Lessons
- 2 Days
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- Module 1: Understanding Sales Management9
- 1.1Sales strategy concept
- 1.2Examining basic selling skills
- 1.3Concept of Key account management
- 1.4Relationships management: Importance
- 1.5Delivering exceptional customer service
- 1.6Assisting with Solutions, not Selling
- 1.7Building a Sales Relationship
- 1.8Tools for forecasting needs and achieving results
- 1.9Changing Business Environment
- Module 2: The Science of Selling10
- 2.1Psychology of selling
- 2.2Mind of the seller vs Mind of the buyer
- 2.3Factors influencing buying and selling
- 2.4Moving beyond the price
- 2.5Understanding the buyer
- 2.6Buyer thoughts and emotions: Behavioral Profiling
- 2.7First Impressions and Body Language
- 2.8Sales Questioning Funnel
- 2.9Delight Factor
- 2.10Science of Sales Measurement
- Module 3: Mastering Sales Proposals9
- Module 4: Time and Task Management Skills8
- Module 5: Importance of a Sales Attitude7
- Module 6: Adding Value to Sales8
- 6.1Adding value to your buyers
- 6.2Combining sales with excellent services
- 6.3Cross-selling and up-selling through Customer Satisfaction
- 6.4Building and maintaining long term relationships
- 6.5Gaining Buyer Trust
- 6.6Matching product/service features to buyer needs
- 6.7Creating your personal and organizational brand
- 6.8Dealing with difficult buyers
- Module 7: Preparing Impactful Presentations7
- Module 8: Sales Resistance and Objection Handling8
- Module 9: Closing Sales5
- Module 10: Sales Driven Focus and Goals6
- Module 11: Structuring a Powerful SalesForce7
- 11.1Building a Professional SalesForce
- 11.2Preparing and Setting Standards for High Performance
- 11.3Recruiting the right talent for the right market
- 11.4Sales Best Practices and its Implementation
- 11.5Compensation Programs that drive superior Performance
- 11.6Plan for Turnover and Succession
- 11.7Tips and Techniques for a Powerful SalesForce
Examining basic selling skills
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